Forecasting process was another area highlighted in our recent 2019 World-Class Sales Practices Study. Specifically, “We have a rigorous forecasting process which drives forecast accuracy” was one of the Top 12 practices with the most impact on sales performance and productivity metrics.
For this call planning practice, 81% of World-Class segment reported consistently and collectively applying this practice, compared to only 33% of all study participants. Read more about the high-performing World-Class segment that represents only 9% of our study participants here.
Setting up a rigorous forecasting process is a balancing act. (Click to tweet)
It’s not just about having a forecasting process in place. It’s about how mature the process is and the rigor you build around it – how formal and structured it is, the kind of data used (subjective, historical or predictive), how involved the sales managers are – as well as making continual adjustments. It starts with building a
